Commercial Excellence Manager

2 weeks ago

Ho Chi Minh City, Vietnam Abbott Laboratories Full time

**Summary**:

- Commercial Excellence Manager drives the commercial and business excellence by design, planning and implementation of commercial processes, projects, and initiatives to maximize top and bottom-line results across Vietnam and Cambodia
- This role is responsible for driving best-in-class standardized processes and tools to support performance excellence in Sales Cadence, Country (Commercial) Management Review (CMR), and Profitability Improvement via Value Creation / Expansion. Enables sales excellence, sales tools_ _adoption across assigned markets. Guides, monitors, analyses, and provides expertise on business integration and alignment.
- Success in this role is measured by sales and margin goals achievement. Key measures will include Value Expansion RAV achievements, Acquisition carry over realization, value creation achievement, CMR forecast accuracy, sales cadence adoption & effectiveness, sales pipeline completeness and accuracy, and program management effectiveness and efficiency.

**Major Accountabilities**:

- Ownership of Country Management Review (CMR) Process. Report on changes in business and market dynamics, enable development of contingency plans to exploit opportunities and mitigate vulnerabilities to close strategic and business gaps. Ensure timely and effective communication and close-out of Key Decision Made, Elevations and Action Items arising from the Area Country Management Review.
- Work with Finance, Marketing and Service to ensure full alignment with Sales Cadence, thus enabling an effective, efficient, and repeatable monthly Country Management Review.
- Champion implementation and adoption of the Sales Cadence Process, and customer business reviews across the territories by coaching and guiding Front-Line Sales Professionals and Front-Line Sales Managers. Track, monitor & report on KPIs using dashboards to drive accountability and enable effective Root Cause Analysis and identification of best-in-class practices.
- Develop long-term strategy for key commercial markets and strong Commercial Excellence Systems, Processes & Analytics, acting as partner between country, region, and area teams.
- Ensure alignment of sales pipeline activities, Acquisition & Value Expansion Opportunities, to both the strategic & tactical plans.
- Champion and drive value creation/expansion activities and revenue realization by ensuring alignment of activities and regular progress reporting. Drive initiatives as key levers to be planned and executed across the assigned markets to enable Sales and Margin Growth (such as asset utilization and contract compliance).
- Own annual rollout of global incentive plans and country specific sales performance incentive fund (SPIF) programs as well as management of tools related to the sales incentive management.
- Ownership of sales processes and related sales excellence tools (Primarily MyDash, Command Center, Territory Re-Planning), including data stewardship and support. Provide support for assigned markets that aligns with area and global standardized support system. Capture and prioritize investment needed to address issues or develop new capabilities. Enable _MyDash _as the System of Truth for Prospective Business Opportunities.
- Drive forecast accuracy for Acquisition & Value Expansion and instrument demand/placements.
- Collaborate with region/area training team to cascade / organize a local training including products and/or soft skill.

**Education & background**

Bachelor’s degree or equivalent experience required. Prefer Health Care background (Pharmacist, doctor, lab technician or equivalent)

Good English communication

Excellent product and industry knowledge

Demonstrated business analytical capabilities and track record of contingency planning with a Commercial Operations focus (preferable Sales Analytics and CRM Management)

Demonstrated performance of influencing change

Highly team oriented, with superior analytical and strategic thinking skills

Must have demonstrated ability to lead a cross-functional team

Results-driven - confident, thrives on hard work and consistent challenge, and is quick on his/her feet.

Monitors quantitative progress measures and acts quickly on deviations from plan

Highly organized with strong communication skills

**Experience**

Minimum of 02 years track record in Sales management, commercial excellence, and/or distributor management

Experience in healthcare system is advantage.

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